FINAL EXAMINATION MARCH 2012

ANWERS :
PART A :
1. T
2. T
3. F
4. F
5. T
6. F
7. T
8. T
9. T
10. F

11. F
12.T
13.T
14.T
15.F
16.T
17.F
18.F
19.T
20.T

PART B :
1. E
2. A
3. B
4. D
5. C
6. D
7. A
8. C
9. C
10. C

11. C
12.D
13.E
14.A
15.B
16.E
17.B
18.A
19.B
20.A

PART C :
NO. 1 :
1. Starting from scratch
2. Buying an existing business
3. Family business succession
4. Acquiring a franchise

Choose 2 points & gives explanation

NO.2 :

Distribution strategy refers to the decision made on the location or the channel of
distribution.
Four(4) factors in distribution strategy :
1. Type of product
2. Target Market
3. Market coverage
4. Transportation Ease
5. Product Standardization

NO.3 :
1.
2.
3.
4.

Advertising
Sales Promotion
Personal Selling
Publicity

Choose 2 points & gives explanation

NO.4 :

Business hours refer to the time the business is open to customers

Operation hours refer to the hours the workers have to work
Example : Bank
Working Hours : 8.00am-5.00pm, Business Hours : 9.00am-3.00pm

NO.5 :

Management Refer definition in Module ENT300

4 functions :
1) Planning involved goal setting and defining the action those need to be taken in
order to achieve goals
2) Organizing involves determining what task to be done, who will do them and
how those task will be managed and coordinated
3) Managers must also capable of leading their subordinates to work together to
achieve the organization goals
4) Controlling is to identify between planned and actual result, whether the
organization is performing as what had planned

PART D :
NO.1 :

The most common forms of business entities registered by small and medium
enterprises(SME) are :
1) Sole proprietorship
2) Partnership
3) Private Limited Company

choose 1, explain & list advantages &

disadvantages (Refer module ENT300)

NO.2 :

Motivation is define as a drive that cause a person to take some goal oriented action
Entrepreneurial Motivation is the willingness of an entrepreneur to sustain his or her
entrepreneurial behaviour

Motivation as outlined by Mc Celland are :

1) The need for achievement
2) The need for power
3) The need for affiliation

Explain briefly each of this points

FINAL EXAMINATION OCTOBER 2012

ANSWERS :
PART A :
1) T
2) F
3) F
4) T
5) F
6) T
7) T
8) T
9) T
10) F

11) T
12) T
13) T
14) F
15) T
16) F
17) T
18) F
19) T
20) F

PART B :
1) B
2) A
3) D
4) E
5) E
6) C
7) C
8) C
9) A
10) E

11) C
12) D
13) C
14) D
15) D
16) E
17) C
18) B
19) D
20) C

PART C :
NO.1 :

An entrepreneur is a person who undertakes to do a job

3 importance of entrepreneurship (Explain briefly (Refer Module ENT300))

NO.2 :
a) 3 general categories of social motive :
1) The need for achievement (n Ach)
2) The need for power (n Pow)
3) The need for affiliation (n Aff)

b) 2 examples of attitude showing information seeking :

1) Does personal research on how to provide a product/service
2) Consults experts or experienced persons to get relevant information
3) Seeks information or asks questions to clarify a clients or a suppliers need
4) Personally undertakes market research, analysis or investigation
5) Uses contacts or information networks to obtain useful information

QUESTION 3 :

Business Plan is defined as a written document which described the proposed

business or project to be undertaken in a comprehensive manner
Also known as a working paper, business proposal, project paper and prospectus.

3 readers/audience of business plan :

1)
2)
3)
4)
5)
6)
7)

Entrepreneurs
Investors
Bankers
Financial Assistance Providers
Customers
Employees
Suppliers

QUESTION 4 :

Overhead is defined as requirements other than direct raw materials and direct
labour
Examples of overhead are :
1) Indirect labour cost
2) Indirect Material
3) Insurance
4) Maintenance
5) Utilities

QUESTION 5 :
Organization structure based on function :

Manager
(Entrepreneur)

Administration

Marketing

Operation

Financial

PART D :
NO.1 :

Advantages of franchising to the franchisee :

1) Lower business risks as franchisee shares the business risks with the franchisor
2) Better market acceptance of products/services offered as they are established
products/service of the franchisor
3) Benefits of economic scales
4) Guidance by the franchisors management team
5) Continous support from the franchisor and government agencies that involved
inthe development franchise industry

The best layout is LAYOUT BASED ON MARKETING - This layout is designed with an
intention to maximized the area available to display goods
(Diagram-Refer Module ENT300)

2 other layouts :
1) Layout based on products
2) Layout based on process

NO.2 :

4 MARKETING ELEMENTS :
1) Product Strategy
2) Pricing Strategy
3) Place/Distribution Strategy
4) Promotion Strategy

4 promotion strategies that can be used are :

1) Advertising
2) Sales Promotion
3) Personal Selling
4) Publicity

Marketing Budget for TG Company :

Signboard
Drivers Salary
Petrol
Salary of Salesman
Lunching for
promotion
New Shelves for
Product Display

Fixed Asset
500

Monthly Expenses

Other Expenses

1500
500
3000
5000
1000